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Sales Insights from
Reporter Paula Parisot

send Paula your comments & links for possible publication



October 28, 2005

Follow-up is an important part of the sales cycle, whether you close the deal or not. Following-up with your customers is your way of saying, "I still care about you and your business, is there anything else I can do (or sell you)?" Take that time -- it will set you apart from the competition that is too busy cold-calling -- to thank the customer again for the business.

And, follow-up after NOT closing the sale is equally important because they might need just a little push to get them to make a purchase from you.

Laura Laaman, sales columnist and book author shares with readers at Biz Journals six ideas you can use to help you make a sale during the follow-up.

Laaman suggests using the phone instead of e-mail to personalize and control the interaction, making sure you get all the correct contact information, and other practical tips to incorporate into your follow-up procedures.

read story at Biz Journals .

October 27, 2005

Knowing what questions to ask your customer is key to getting the correct information to be able to ascertain their needs, fit your product solution, and close the deal.

Your position in the sales cycle, the type of person you are selling to, and the situation will determine the type of questions you need to be asking, says Barry Farber, author of The 12 Clichés of Selling.

Farber shares with readers at Entreprenuer.com three steps that can help you position yourself to close the deal; the first is understanding your customer's business -- and stretching beyond that -- your customer's customer.

Secondly, do your homework before asking the questions necessary to understanding how your product fits into the customer's needs, Farber advises. "For instance, before making a presentation to a prospect that manufactures retail products, visit retailers that sell the company's merchandise."

You could close the deal with a simple, "What's our next step?" Farber explains, providing that you understand the customer's answer and lead them in the right direction to seal the deal.

read article at Entrepreneur.com .

October 25, 2005

We've all heard that customers like to do business with people they like and trust. What better way to get them to like and trust you than to understand how to communicate that you are a likable person that can be trusted?

"Too many sales professionals have been trained to engage in ineffective 'closing' strategies that aren't nearly as effective in creating long-lasting relationships as knowing how to build rapport, naturally," explains Deborah Micek a business communication coach and managing partner with RPM Success Group Inc.

Micek shares with readers at the Business Owner's Blog the ways in which you can build sales relationships based on understanding your prospect's communication style as well as your own.

read story from the Business Owner's Blog .

Lesson number one -- People don't like to be sold to, but they do like to buy things.

This is the first of several complaints about salesmanship that Bob Oros, president of Franklin Sales Institute found when he surveyed customers. Oros shares with readers at MyIDAccess.com the common complaints and how to avoid them.

Not surprising that they said they want a salesperson that is not pushy, someone who is sincerely interested in their business, kind, and considerate. Oros offers practical advice on how to become the type of salesperson that buyers WANT to buy from; including having testimonials on hand, positively reinforcing their buying decision, and taking care not taking the customer for granted.

read story at My ID Access .

A great example of successful salesmanship should include adaptability to a changing environment, constant knowledge gain about the product you sell, a passion for what you sell, and full accountability for everything you do.

That said, Adam Stone of BizJournals.com shares with readers his story of M. James Coyle, a successful loan originator and mortgage company owner. Coyle's story of success includes those aforementioned traits and behaviors that experts say are displayed by top sales performers.

One method of promotion Coyle uses is mass mailing, which doesn't seem to be a very customized way to reach your audience but here's proof that it can work, for his company anyway, along with hard work and an obsession for what you do.

read story at Biz Journals

October 24, 2005

Learning via direct experience "may be the most powerful form of learning" according to Professor John Hasling of Foothill College. And is there a better way to gain knowledge of your profession than with the help of a seasoned professional as your mentor?

Laura Laaman shares with readers at Bizjournals.com the advantages of finding a mentor and the tips to finding the best person to look to for guidance. "You'll know you've found a mentor when you say, "I want the type of success she has.' Laaman explains. "Such mentors-to-be may vary in age, style and personality, but their confidence is unmistakable."

Laaman reminds readers that your mentor should be someone who will give honest advice that is not softened by friendship, and help guide you -- not make decisions for you.

read story from Biz Journals

Paula Parisot reports news and reviews sales books for MortgageDaily.com.

articles by Paula Parisot

Email Paula at: PaulaParisot@CloserBlog.com

News By: MortgageDaily.com

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